Episode 3 - Investor Chat: Tiffany High from Results Driven REI

Host Jordan Samuel Fleming talks with real estate investor and coach Tiffany High, co-founder of Results Driven REI. Tiffany shares her journey from hand dialing to using a phone system to 10x her deals, leading to the creation of multiple companies and consistent 7 figure revenues over the years. That same phone system also improved culture, which is the cornerstone of any profitable business. 

“I have eight salespeople doing 4x the revenue that I had with 12 salespeople back in the day, simply because of their ability to be more productive.” - Tiffany High 

New entrepreneurs often think that just buying a certain technology is the most important step to leveling up their business, but Tiffany stresses the significance of a thoughtful set-up: make sure you understand the technology you’re using, or hire the right people to understand and implement it for you. Sometimes that means spending a little more at the beginning, only to yield 20X what you might have earned, had you gone with the cheaper option from the onset. 

In the episode you’ll also hear a discussion on the impact of technology on culture. Tiffany emphasizes that the “features of your phone system … can make or break and impact your culture. Culture is the number one thing that any business owner should be focused on in general.” Tune in to hear more about how a good phone system helped Tiffany turn the culture around at her company, and hear Jordan’s Fast Five questions that provide quick tips and insight from a true REI Expert. 

About Tiffany High 

Tiffany, along with her husband Josh, has been in the real estate investing industry since 2015. The journey began with buying rentals and flipping houses. Their first year in real estate they flipped around 40 houses, but after losing $106k on a flip in their first year, they decided to pivot away from flipping and towards wholesaling. Their 2nd year in business they wholesaled 165 houses, and in their 3rd year they did over 300 flips/wholesales, keeping up that momentum year after year. 

Collectively, Tiffany and Josh used their corporate training backgrounds to implement strong systems, recruiting, onboarding, training and leadership into building a well-oiled phone sales floor. This year they will do over $4 million in revenue, with over 50% net margins. They have built Results Driven REI where their team teaches other experienced and novice real estate investors how to build, stabilize then scale teams the right way. 

Check out Tiffany and Josh’s website.

Find Tiffany on Instagram.

View Results Driven REI’s Instagram.

About That Real Estate Tech Guy Podcast 

That Real Estate Tech Guy is the only podcast focused on helping Real Estate Investors make better technology decisions to close more deals and make more money. It is your weekly chance to explore how technology can help your real estate business explode. Informed by decades of REI and technology experience, Jordan gets into the details with seasoned tech and real estate industry leaders to bring you the lessons you need to get ahead. Learn from guest successes and failures, get the inside scoop on the next big trends, and always walk away with actionable ideas to build faster, better, and more profitably.

Interested in being a guest? Head to thatrealestatetechguy.com and let us know!

For more information about smrtPhone, the only all-in-one CRM phone system. check out

Transcript

Jordan Fleming: 0:01

I can tell you one thing. Technology is the single most important aspect of every business that has successfully scaled.

Narrator: 0:09

It's time for That Real Estate Tech Guy. It's your weekly chance to explore how technology can help your real estate business explode. Each week, you'll hear from real estate investors who have been there and done that and find out their favorite technology tips. Listen in as Jordan speaks with tech companies and learns about new technologies and new ideas that will help you scale your business. And now join your host Jordan Samuel Fleming, CEO of smrtPhone for this week's episode.

Jordan Fleming: 0:40

Hey, everybody, welcome to this week's episode of That Real Estate Tech Guy. I'm excited to have my co host for today. Tiffany, hi, Tiffany, could you go ahead and introduce all the many ways you interact with the real estate investor ecosystem?

Tiffany High: 0:55

Yeah, thanks for having me on. So Tiffany, Hi, here, my husband is not present with me. But Josh is also my business partner and husband. We own a company called Heels Homes where we actively wholesale rehab and own a rental portfolio, we do a little over 300 to 350 deals a year, as well as we own Results Driven REI, where we work with experienced real estate investors on how to build sales teams the right way. I know a lot of people get into this industry thinking that they want to make seven figures, but so many don't realize that you can't get past seven figures without building a team. And that's what our niche is in the business.

Jordan Fleming: 1:30

And I'm super excited to talk to you today. Because obviously, I've known you guys for a couple of years. And I've seen how you, you know, work with people. And you know, what you pointed out there is very true. And it's it's also very true around the technology element. Right? If you you're serious about scaling a business, technology is a huge part, right?

Tiffany High: 1:52

Of course. Yeah, I cannot stress that tech has probably, and I'm sure we'll get into this, but it's been the biggest game changer, you know, outside of also learning how to manage people properly, which is the also the second hardest thing I would say that most people have, and you know, not just running in a company in our industry, but any industry.

Jordan Fleming: 2:12

Absolutely. So now, you know, you've got two hats, so you can kind of switch back and forth answering however you feel is best. But I'm really, you know, I always like to find out the kind of you noticed that you say technology was a game changer. I'm always curious as to how you kind of got to that moment where you realize that that proper application of the technology would really bring you guys enormous benefit. What was that journey like for you on either company?

Tiffany High: 2:41

Yeah, actually about four it was about four years ago. Now, we had scaled like a decent sized sales team around 12 salespeople on the phones. And it was quite frankly miserable for a few different reasons. But one of them primarily was that it was like fighting tooth and nail to get them to call over 60 people in one day. And it was also culture problems and management issues and a lot of things that, you know, we didn't learn until getting the right mentor. But one thing that we realized was we take for granted how important our phone system is. And I And I'm not just saying this, because I know you guys own smrtPhone, but I stress this in my education program that the tech product that's had the biggest impact on our entire business. Even our education business, by the way, is we run a company primarily built on building a phone sales team. So just like most people in the industry, just like most people in the industry, whether it's even mortgage companies, insurance companies, etc. We're all built on building phone sales teams. And so when I was getting started in the business, I took for granted the importance of that phone system. And at the time, I had a system where we were hand dialling people, you know, although it did some recording features and some other things, they were still you know, taking their hand pressing buttons, which is ultimately not productive. So I ended up having to walk in one day and long story short, I had to let go three fourths of my staff because I couldn't get the productivity out of them that I needed for the dollars that I was spending. So when that story happened, I took a step back and said, Okay, I can either quit now or I can keep going and do this the right way. And one of the first things that we implemented was how do I make sure that when I bring in a phone salesperson that I can make them the most productive I possibly can and have the ability to train and coach them through a proper system. So that came through implementing a phone system that allowed them to five X their productivity. So now we have what do we have eight and eight salespeople doing four times the revenue that I had with 12 salespeople back in the day simply because of their ability to be more productive.

Jordan Fleming: 4:48

And let me kind of zero in on that a little because I find one thing I hear from investors you know, obviously you know, I'm not an investor but I speak to them all the time. And one thing I hear when it comes to phone is you know the Quality Assurance and making sure people doing the right way and keeping on track of that, you know, how does, you know you could do phone systems many ways you could do systems many ways. But that's got to be key to your success. So how do you leverage that technology to maintain quality to to make sure that that training element is done in the best way?

Tiffany High: 5:20

Good question. So, a few different things, we stress the importance of what we call call audits in our industry. And whether you are in real estate, mortgage insurance, any company that is built around building phone sales teams, I love that. And I think that's really great for, you know, the specifically, you should be doing what we call call it a process. And a lot of companies when they get started, what makes or breaks them is that they look at sales as a art instead of a science. But when you get to the philosophy that sales is a science, which is following a check the box process, then that's when scalability becomes infinite. And that is when you have to use the right phone system to support your ability to train. And so when we do call audits, obviously, then we need to be recording our calls. And using those recorded calls to then coach live alongside somebody, I also the having a phone system that has the ability to have what we call whisper feature. So when you're on a phone sales team, live your sales team leader or manager, whoever's leading that team should be on the floor and whispering into different calls so that we have the ability to coach the person on the call, so that the person on the other line does not hear it. So for example, in my industry, if one of my acquisition specialists is talking to a seller, and I feel like he's getting caught up and can't handle an objection, you'll see my sales manager jump in immediately and start whispering to my sales guy on what to say to do next. So it allows us to train live instead of waiting until after we lost a particularly kind of maybe newer real estate investors who are$30,000 opportunity to train that. I also am a big believer that your phone system needs to have the ability to live transfer has been unfortunately, I see this actually a lot in the trying to figure this out, because I feel like there's a mortgage industry to where people believe in this appointment setting process. Which by the way, anyone listening to this that owns any sizable company that has a phone sales team, if you still believe in setting appointments, you are missing out on probably millions of dollars revenue, because you're not live transferring it when someone's ready to have a conversation, you should be live transferring that call to a closer, you shouldn't be setting the appointment, giving that person time to think about it, and then either change their mind or contact someone else who's ready to have the conversation. So those are a few key features that I feel like out of the product you need to have. And you know, there's multiple systems out there, obviously, we're big advocates of smrtPhone, it's changed the game for us. And the beauty about it is is is not just our industries, every industry that builds a phone sales team out there, these key features are important to leading and helping a team one be more productive to make more money. And three, build what we call muscle memory. Because as salespeople is no different than, like, you know, being in the NFL, the NBA like you don't just keep being the best player, you come in, you shoot lifts every day, you shoot free throws every day. And your coaches are watching film with you every week. And those are the types of tools and coaching that we need to continue to keep our muscle memory there to succeed. lot of expenditure that goes on in systems and in people, right? There's a lot of things you if you're serious about investing and scaling your business, you're gonna be spending money to get these things right. And that can you know, if you're not, if you don't have the experience, you can flounder a little and what you've just talked about in terms of being able to coach you know, the the idea of, hey, if you've got someone on the line, hook them and get them to someone, don't say hey, my guy, I'll talk to you next week on Tuesday. Because, you know, I think that's great advice. Now, let me ask you because, you know, one of the the other key things that I always am curious, because you have your two hats is I'm always told by investors and successful investors is that the follow up the follow up the follow up the follow up, right, and, you know, leads if you're letting the lead drop, you're leaving money on the table all the time. If you follow up three times and then go well, I guess this isn't gonna happen. You're probably leaving something around. So how do you leverage technology to you know, of course sales is a human thing, but technology can help facilitate that. So what do you feel around technology and the follow up element of business like yours? Yeah, so going back to the story of when we had to let go three fourths our sales team. A lot of it had to do with they could barely keep up with the leads today, let alone you know, Keep up leads from the past to follow up with and where are they, as you continue to grow and do business over time, your leads and follow up continue to stack. And it is natural and human behavior to just not be able to keep up with where all this stuff is. So you need to allow technology to do that job for them. And so it's not about just implementing, you know, when I always talk about smrtPhone, when I always tell people, it's not about just having smrtPhone, it's about how you use and set up smrtPhone that defines how successful you will become. So the biggest thing we do in our training is we talk about the no lead left behind campaign. And it's how we set up our power dialer and our views within our CRM to allow our phone system now, to not leave a lead leave left behind is what I think defines our ability and success to follow up. So that's why 56% of our deals actually come from what we call a bout specialist role pass on live to a closer because of the way in which that we set up our power dialer features. Now before we had those features and abilities in technology, it was human nature that one someone can only call so many people in a day. And then too they're like, oh shit, how do I prioritize this? Where are they at in the system, all that, as the owner of the company, you should make sure that both your CRM and your phone system are communicating in a way that allows you to lead no lead left behind. And so it's all about how it's set up not just having the technology.

Jordan Fleming: 11:31

Absolutely. Now, let me dive into you're talking about CRM there. Now, obviously, I'm pretty sure you guys use Podio as as your back end. And so, of course, Podio can be configured many different ways. I've got lots of people on speaking on podcasts, we do it. But in terms of narrowing in your focus on maybe the things you get most out of a CRM, or that you're looking to get most out of CRM for your students, obviously, the communication element, making sure that those that history is there is incredibly important. But that's not the only thing. So I feel CRM is a is a word people use a lot and don't understand, right? They, they throw it out there like Hey, I got a CRM, and they really, really have a glorified Excel spreadsheet, they really have a glorified, you know, address book. What do you see, as you know, when you're teaching people or when you're bringing new people in your organization? How do you sort of focus their efforts on the CRM? And what do you think are the most important parts of it?

Tiffany High: 12:31

Yeah, a few things. So when having a CRM, it's not about I always tell people, it's not about the CRM itself being like the best CRM, because let's be real, like, you know, Podio Salesforce, Salesforce is like, you know, the beast of the world when it comes to CRMs. But here's the thing, if you don't have a tech support team to keep up with the ability to continue to develop it, as your company grows, it doesn't fucking matter how good Salesforce is, right. And so when I built my community, I understood going into it, that technology was one of the number one driving forces that will continue to have them grow over the course of time. And so I think that whoever CRM that you decide to use, customize, you know, whether you subscription, whatever it is that you decide to do, you have to do your due diligence and making sure that the tech support team is there. Because if they lack in your ability to move fast, pivot and grow as fast as the market if not faster, than you're holding yourself back, even if the CRM might be the big dog of the industry. So that's why I always say in my student community, in particular, one of the things we pride ourselves on is that we built a massive tech team that when they need something, it is done in 48 hours or less typically. And so I think that that's something important that people need to understand as they take on CRM s. Also, I understand we get into the business, right, we do whatever we can to just go. So there's nothing against that when it comes to getting subscriptions. But just realize that when you press the go button, and you just do whatever you think is the most affordable that it'll cost you more money some other day to fix it, which is okay, we all we've all been there. So it's all about whatever your budget is, but just know going into this that if you start with a subscription model, which I am not against, but someday you will grow a team and that team will have requested needs and wants in the market will change and how you operate and what products you do will change. And so you will need to be able to make we all need to be able to customize your ability to do business. So in my opinion, I think that you will go places much faster if your CRM can adapt to your needs faster than your competitors. So if you're using the same subscription model as 3000 other people then guess what, you're going to move just as fast as those three other people you won't move ahead of them. So That's just a couple of things that I am a big believer on when it comes to CRMs. And then also, there are definitely subscriptions out there that do also allow you to customize along the way, which I think is amazing. But you still need them, the tech support people to do that work. So I recommend that whatever community you involve yourself in which I hope that anyone, no matter what business they're running, they involve themselves in a mentorship community to get you faster, further, more money quicker, that they are providing you that type of support and resources, or the referral to find that type of support and resources, or you're just gonna move just as fast as everyone else.

Jordan Fleming: 15:41

That's a really, that's a really, I've never heard it. Yeah, please

Tiffany High: 15:45

things on the CRM, you need to have a communication log, one of the biggest mistakes we made when we first started the company was that, you know, six years ago, someone might have had a conversation with a prospect. And we've been following up with them for over the course of six years, and people take for granted how important follow up is. But six years ago, someone might have been motivated, and then COVID hits, right, and then all of a sudden, 50 of their tenants are not paying rent, so they just became motivated. And if you don't have this communication history stored inside of your CRM, both call recordings, text messages. And to easily understand the history, you won't know how to pick up the conversation to where it was to understand the motivation. You know, not every time will that hurt you but it gives you a leg up if you're storing. Also having things like quick text or nurture sequences or different ways in which to communicate without you manually having to do it is important in how you combine look a phone system and CRM so that your system and automation is doing the job, not necessarily just people.

Jordan Fleming: 16:51

Absolutely. I used to I used to call it the difference between an active processes and passive ones. A passive process means you have to look and figure out what you do next. An active one is putting it in front of your face is making sure that it's it's driving it to you. And I think that's that, you know, whenever I try and talk to people about maybe getting their you know, getting their first CRM off the ground, I usually say look, you need to make sure it's clean and easy. And you need to make sure it's really simple on the follow up. And you can get those two nailed to begin with. Run it for six months. And then you can get complicated, but keep it clean. Keep the data tight. How do you know data is one of my big bugbears? I hate seeing filthy systems full of nonsense data it like it makes me twitchy in a weird OCD way, you know how what has been? You know? Have you found that a difficult thing to manage in CRMs? Is there other things you've learned about keeping data clean or making sure that you get rid of bad data quickly? What are your thoughts on that kind of thing?

Tiffany High: 17:58

Yeah, I guess one thing I've, if I could go back six years and change on how I launched my company, and what I do differently now. So let's just say I go launch a new market in our marketing. One thing that I do different is I pay for more expensive data that's stacked and cleaned. And it is what it is it is more expensive. But we've seen a 20x ROI on it compared to just buying some big lists, hoping that it performs. And what I see in our industry, and I'm probably going to get a little bit on a tangent on this, because I've been seeing a lot lately is that people think that they go into business saying, Oh, I have 10 grand. So they'll go buy list, they skip trace it and they just throw it into a dialer. And they hope that it performs and they make this return on investment. And they don't make logical decisions based on data. And so although certain data is more expensive, and certain skip tracing per sample is more expensive. There's a reason why because it's been proven to work. And we also forget about what we call Cash Conversion cycles, which is actually greatly getting impacted with a recession right now. So for example, let's say I pull this list, let's use the divorce list, for example. Because typically, when a divorce gets filed, they're not necessarily motivated right away. It might take eight months for the judge to finally be like, hey, guess what, you don't even have an option or you have to sell this house. So they pull this list, they don't have a proper sequence or follow up or their system is not properly set up to follow up with it correctly. And so they lose track of all these deals, and then they think they blame it on the data. And the data is not the problem. The system that you're building is the problem. And right now more than ever one of the biggest things gonna impact the recession is if you throw into say a cold caller Q and A cold call, the lead comes in. They say hey, I'm ready to sell. On average, it takes six to nine months for you to one follow up with that lead, put it in contract in either wholesale or flip it. But when the recession now says, hey, guess what houses are sitting for 30 or 60 more days on the market that nine months just turned into 12 months. And this is where it makes or breaks people in the industry because they don't understand the impact on cash conversion. And a lot of it starts with the data, and then the system, and then the follow up. And then the ability to live out and be prepared to pivot and like have cash on hand for all these things going on in between. But anyways, I don't know where we got off on that tangent, but you brought up data so

Jordan Fleming: 20:39

well, and another part of data that I actually think is, is another thing that I don't see enough people do, you know, back when I used to build CRMs, for people, which I don't do anymore, thank God. But back when I did, you know, we built a very, very, we're building very, very sophisticated methods of metric tracking for different sources, right, you buy a list, you have got to track the performance of those lists, you're buying and those different sources, you're, if you're investing in PPC or Facebook leads, or you're buying lists, if you're not tracking them and seeing the performance and your return on them accurately. I don't know why you're like, I don't know what you're doing. Because you're essentially then going, I guess I'll buy something over here. And I feel like that's another area where, you know, if there was an area I want to kind of take people's faces and shove them in do is, is track your sources, track your ROI track the performance of these things. So you know, actually, in my market, this type of list works better, or this type of lead work whether Is that something you kind of focus on quite a bit?

Tiffany High: 21:44

Yeah, I mean, we track anything and everything you could probably ever imagine when it comes to our data. And I think it's not just about the data, I think it's about the sales people at hand too, a lot of folks, they, you know, start hiring people. And then they think, Oh, I just have to track marketing metrics or data metrics, and then they don't track their own people's metrics. And so another thing alongside the phone system, which by the way, I'm totally against 100% as a leader holding a salesperson accountable for things like talk time and dial count, because when you have a good phone system, dial count becomes an irrelevant KPI to track for them. That doesn't mean that we don't track it as leaders in reports, though. And the phone system in particular, along with the data, you have to combine them to say, Okay, are there red flag indicators that are happening that will allow me to make decisions and lead my team better? That doesn't mean that my salesperson should, in our in our belief should only be tracking three to four things so that their primary focus is revenue. But in our reporting, for example, let's say that I have two closers, Sage and Connor. And the last 30 days, Connor has outperformed Sage by two X like he's doubled the revenue of Sage, but Sage has talked on the phone for twice as long. So we have to dig in from there and say, okay, is he not following the sales process? What is he calling? Is it? Is he on the dialer? What campaigns is he calling? What list? Was he calling? What was good, did we have him on new one touch leads that we have a month old leads? How do we use the data to make informed decisions so that we can go fix the problem. And too often people don't look to data to make decisions. And it drives me absolutely insane, even on my own team and my own staff that when people bring me a problem, most times data can give you the answer. So before coming to me with the issue, let's look at the data and the root cause and come up with a solution, or at least three variations of a solution that as a leadership team, now we can say, hey, here's the problem, here's three possible solutions that we can dig into. Let's go from here. And like 99.9% of business owners that try to jump into this industry or any industry, they're running around with their heads cut off, and they never pay attention to the actual data and what the systems are telling us the problems actually are. And then we go blame it on our people. And we create toxic and frustrating conversations. And then we fire them. And then we realize after the fact, Oh shit, I was actually the problem because I don't have the right systems in place to make better decisions.

Jordan Fleming: 24:31

I think that's such a critical point. And it's something you know, just the, you know what you said, because it's not it's not really about data. It's about what the data is telling you. And I see people talk about again, it's another thing I see people talk about CRM, people talking about KPIs, but what they're talking about is just seeing numbers and it's like, okay, great. What are those numbers telling me that is making me make a better decision, you know, and that's something I think is an absolute critical if you're not doing that, the amount of money you may be wasting. And the amount of inefficiency you'll have in your organization is is simply just enormous. Yeah, I think it's a really great point. All right, well, listen, Tiffany, we've got it's that time where we get to the Fast Five real estate tech guy, Fast Five. These are quick questions I give to everyone so I can get interesting answers and compare them across everybody. So I'm gonna fire those at you. Number one, what tech product has had the biggest impact on your business?

Tiffany High: 25:29

Hands down smrtPhone. And I'm not just saying that because you guys own smrtPhone. I'm telling you that because my business is built off of a phone sales team. And unfortunately years ago, I did not understand the importance and the number one asset to our company is the phone system because I am trying my primarily built on a phone sales team. So I went from averaging 60 dials a day per person to now our junior what we call follow up specialist average between 300 and 1000 dials a day. So my revenue 10x simply from changing the asset in which they're operating on.

Jordan Fleming: 26:06

Fantastic. That's amazing. Number two, what is the biggest mistake you've made with technology in your business,

Tiffany High: 26:12

I'm gonna go back to the - I keep going back to the story because it was the most miserable story I've gone through in business. But at the time, I didn't understand that. Also, a phone system should have an easy way to pull recordings and the Whisper feature. And this is how we would operate our sales team, we would be live on the sales floor, we would hear something across the floor, someone would be having a conversation with the seller. And then as a leader, we'd be like, hey, save this, save it, save this now say it that way. But we didn't know what the seller was saying. And so we would we were creating this friction that impacted our culture internally that then spiraled out of control. People saying you don't even understand you're not even listening to the seller, and you're in my ear over here physically trying to tell me what to do. And so something as simple as these features of your phone system, at least one running a phone sales team can make or break an impact your culture and culture is the number one thing that any business owner you should be focused on in general.

Jordan Fleming: 27:15

I've said, I love that answer. Number three, what is your best advice on how to integrate technology in your business? So we're talking about new people, which you see all the time? You know, they're they're getting into this game, they're thinking about how to do to start with technology, What's the best advice on how to how to integrate it into their business process.

Tiffany High: 27:33

So 99% of business owners typically, at least in our industry, are they tap into the industry, because they're good at one to two things. They're either really good operators, or they're really good at sales. And most of them they come in, because they're good at sales. So they're grinders, they're hustlers. They love to wheel and deal. So technology is actually not their strength. But what ends up happening is is they waste a bunch of time trying to click buttons do this oldest shit that they don't know how to do, nor should they ever do to be honest, because it's not their skill set. So if I could recommend anything, it is to outsource immediately to the right people with a tech staff that's bigger than a size of three, because I see that out there. And then they wait for weeks and get shit done. And join a community where they have a tech support staff that can support you in a way that can help you scale. Because without it, you won't get there.

Jordan Fleming: 28:25

Love it. I agree 100%. Question number four, what is one thing this can go beyond technology? By the way, this is one of those, what's the one thing you wish you had known when you started your business?

Tiffany High: 28:37

I think that unfortunately, I was in corporate space for 15 years before I started my company. But the majority of people in this industry had never even either one gone to college, some haven't graduated high school, and most have never even worked in another career for 10-15 plus years. And experience is what drives the ability to understand the recruiting, onboarding, training, management and leadership. That is something that like overnight, I can't just snap my fingers and outsource I actually have to learn and continue to grow my leadership capabilities. And if I could go back, I wish that I would have understood that. So I spent more of my time reading about and grooming myself about becoming a better leader than just like learning the best technology because the reality is tech, like I can go to a conference and someone can be like, Hey, this is what works and how it works or whatever. And I can duplicate it at the snap of a finger by outsourcing it. You cannot outsource leadership. So if you don't understand how to onboard train and manage people properly, like you aren't going anywhere anyways, it doesn't matter.

Jordan Fleming: 29:43

And to take it back to something you said earlier, if you don't understand how important culture is to your environment and and your company, it's all gonna fall apart anyway. And that comes from you.

Tiffany High: 29:55

Yeah, I mean culture. So leaders drive culture and culture drives results. And I think a lot of people, especially getting into any industry, or starting any business, they forget that people, they quit people not jobs. So the reason why they're actually interviewing with you is typically, because they're putting their manager from somewhere else, not necessarily the company, the manager in that team is what's creating the culture environment that they probably don't like. And so the number one core focus that Josh and I harp at every event, every training everything, and people think sometimes I think that I think it's like fluffy. And I'm like, No, culture should be your number one priority in building a company, every crack the talent to get whatever needs done, done, versus you wearing the hat. But if you can attract an environment where people feel love, say they have fun, there's positive energy, then they will naturally bring in more talent from each other.

Jordan Fleming: 30:58

I think that's absolutely perfect. I agree with that couldn't, that's absolutely perfect. And it's something that we've focused on a lot in smrtPhone. And it really you reap more benefits focusing on culture than almost any part of your business, because you've got a team that is driven and tight together, and they and they work for each other. And they work for you. So I think that's fantastic. Final one, before we get to how people can reach you is, now if someone's just starting out, you do talk to people all the time who are starting their journey as well. What are you know, I positioned this question because there are any given day, you could look at 50 different pieces of technology that you could implement right there, there are hundreds of ways you could go. But if someone's just starting out his real estate investment, what are three technology products you would recommend they bring on it doesn't have to be brands doesn't have to be a specific one. But like in terms of the technology that they should be implementing into their business, what are three bits of technology they should look at right away.

Tiffany High: 31:57

If you're coming in the real estate, mortgage or insurance space, number one is your phone system. Because that's even if you're a one man show, you need to become the most productive that you possibly can be. And if you're still using your cell phone to make calls, we got a problem, Two, I say this lightly, because my first year in business, I did a million dollars without a CRM. But I probably could have done way more if I did have a CRM, keep it simple and implement something that allows you to never leave, leave a lead left behind. And unfortunately, that first year, although we made money, I probably lost a lot of opportunity. Because if I called it once, and I never called it again, because it was literally written on a notepad somewhere. And then three, I'm going to go back to the CRM again with the third thing is that I really stress that if you do have the capability, and the budget to build a custom CRM first from the beginning, you should do it. And the beauty is a custom CRM today, you can get done for the same price of one year's worth of subscription. So you're going to spend the money anyways. So if you have the ability to do it today, I recommend doing it so that you can build it the way that you want over the course of time.

Jordan Fleming: 33:14

That's That's fantastic. And I think that's, you know, the cost effectiveness of building a CRM nowadays, is particularly using a platform like Podio, you know, the cost is isn't really the biggest factor anymore. And I think that's a really good point. Tiffany, you got, you've been a wealth of knowledge, you and Josh have so much knowledge that you bring to everyone just to find a lot kind of round this podcast to tell everybody how they can reach you what you got going on, so they can all benefit personally from your guy's knowledge.

Tiffany High: 33:49

Well, I normally tell people to follow me on Instagram, but Instagram decided to ban me the last few days for a reason that I don't know why so but hopefully it comes back. And when it does, it's Tiffany high official, and Josh by official, but you can go to Tiffany and Josh high.com. I do want to note that if you are looking to work with us that we do not work with newbie real estate investors, you have to be doing at least two deals a month. If you are if you're chipping in joshua.com fill out a form and we can jump on a call and see if you're a good fit for us. And that's really how to reach me right now since Instagram decided to drop me off the platform for some reason, results driven. And we also we also have Results Driven REI as an Instagram page now as well.

Jordan Fleming: 34:32

Excellent. Well, as a guy who has no social media anymore. I got rid of Facebook aside from I got one account so I can do the smrtPhone. I can look at smrtPhone's and I can look at woodworking. That's all I do. I have no friends and I got rid of all my social media. I will point everyone towards the Instagram as well as the website and thanks so much for your time. I think there's so many gems in here for people to learn, particularly around, you know that the critical element of building an amazing telephone sales team, you know and using that resource so I thank you for coming on the podcast.

Tiffany High: 35:08

Yep. Thanks for having me on.

Narrator: 35:13

Thanks for listening to another amazing episode of That Real Estate Tech Guy. Head over to thatrealestatetechguy.com to check out all episodes and get special discounts on tons of awesome real estate technology platforms.